The Importance of Follow-Up

The salesperson who follows up with their prospects masters the three essentials of sales – building a relationship, proving value and providing the competitive advantage.

How do you do follow-up the right way? Here are five tips:

It has to provide value. Not a sales pitch.

It must be genuine. Park the quota at the door. You’re here to help; show me that.

Stick to your start and stop times. If you say this will take 10 minutes, keep the call to 10 minutes.

Don’t underestimate the power of a hand-written note. This shows that you put time and thought into your follow-up. I might remember you when you call next week.

Make promises. And keep them. It’s okay to give your word to a prospect. If you promise to get them information or the answer to a question, do it! Know what you can and can’t deliver before you make the promise. You’ll lose credibility faster than you know.

Are you seeing the connection between sales follow-up and dating? You’re trying to build a relationship based on growing trust. The only way to do that is to give your prospect one more reason to talk to you. It can be hard to think of something to say (like dating), but it’s worth the time and effort.

Like this:

Related

Post navigation

Sales Polish Newsletter

This newsletter gives tips on being a little more "polished" in your sales approach by focusing on authenticity, education and stories. Sent out twice a month, Sales Polish will help you find new ideas to reach more customers and clients.
Subscribe Now

Client Testimonials

"Amanda made me a believer in the power of a strong social media program." Erin M., former marketing manager at MustHaveMenus.com

"Amanda not only delivers high quality content and insight, but also a splash of humor that keeps our target audience coming back for more." Paul S., Backbone Media

"Amanda is a self-motivated, take-charge person who is able to present creative ideas and communicate the benefits through her writing." Brian S. University of Mississippi Medical Center